More than 95 percent of B2B leads never become customers. But if 100 leads become 5 customers who then generate sales of EUR 50,000 over several years, that is still good news for many B2B companies. To achieve this, however, you need good lead management.
In this article you will learn how we ourselves
based on more than twelve years qatar mobile database of experience in lead generation , use our lead management process to turn even a few leads into customers.
We also talk about the topic “Lead Management for small B2B Marketing Teams” in this episode of our podcast ” No leads, no fun “:
Why is it so damn hard to achieve higher
conversion rates from leads to customers?
In practice, the conversion rate of leads to customers is between 1 and 5 percent, as these industry-specific conversion benchmarks show (source: Lusha ):
So much for the bare numbers. In many cases, when working with customers, we have also found that the lead management process was simply not well thought out.
1. It starts with the right leads: Which lead magnets and promises turned your website visitors or prospects into leads? If the first white paper they downloaded was a waste of time, then it’s no wonder these leads don’t want how to manage the marketing process well? to hear from you anymore.
We also talk about lead magnets in this episode of our podcast ” No leads, no fun “:
2. Questions are not answered:
Many companies are completely reluctant to answer all of their customers’ questions on their own website. For example, many do not publish information about prices and costs because they fear that this will scare customers away. How can trust be built up in this situation?
3. No lead nurturing: In most cases, leads are not yet ready to buy. They want to find out more first. We have to give new leads time, but antigua and barbuda business directory build trust and increase interest through conscious nurturing.
4. Purely automated lead nurturing: With all the new AI tools, it is tempting to leave lead nurturing to the machines. Our experience shows us that a sensible combination of automation and human intervention is better.
5. Sales pushes too hard to close:
If leads are handed over to sales too quickly, it can be easy for leads to feel rushed and leave. Only hand leads over to sales when they want to speak to sales.
6. One-dimensional lead funnels rarely work: Just constantly bombarding leads with emails is not a good idea. We need to meet leads on all channels and answer their questions. And, as already mentioned in point 4, we also need to intervene manually.
7. No sales enablement content in use: Marketing’s responsibility does not stop with the handover of leads to sales. Marketing should work with sales to develop content that helps sales close leads faster.